Latest Thinking in Talent Strategy

November 16, 2018 –
Salespeople are hard to attract and retain.
Without a solid sales team, your revenue will not grow — so the ever-present question remains: “how do you get the right people in place and keep the competition from stealing them away?”
Ready...MORE >

Recent Posts

November 15, 2018 –
Most companies wait until there’s an open position to start scrambling for new talent. This is a mistake. It is even dysfunctional.
To be truly prepared to make your number, you need a constant supply of top talent on deck.
To do...MORE >

October 30, 2018 –
Once the functional strategies are developed, Talent must be prepared to provide “A” players who can execute them.
But even after HR finds key candidates, the new hires still have to be brought up to speed on the company’s best practices...MORE >

October 26, 2018 –
Today’s pursuit of talent is fierce. Attracting “A Players” is essential to the future of your organization. Many companies recognize that great A Players can be the answer to their revenue growth problems. More than ever before, companies must be...MORE >

October 23, 2018 –
It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure...MORE >

October 18, 2018 –
Sales VPs complain they need better sales talent. They rely on a few sales people to make the number. The rest of the team misses it. The reason this happens? Having the wrong sales strategy.
SBI’s Annual Research this year focuses...MORE >

September 14, 2018 –
As the head of HR, your CEO and peers depend on you to identify high-quality candidates in a timely manner. But no matter how many candidates you supply for every opening, most companies are overly dependent upon a traditional interview...MORE >

September 2, 2018 –
A company’s most valuable assets leave at the end of each day with no obligation to return. This concept is enough to keep even the most senior Chief People Officers (CPOs) up at night. CPOs understand the correlation between sales...MORE >

August 27, 2018 –
Recently, I’ve heard a lot of concerns about ensuring on target earnings (OTE) are in line with industry peers. Paying a competitive mix of base salary and variable is critical to attracting top sales talent.
The problem is many companies don’t...MORE >

August 19, 2018 –
How Often Should Sales Talent Be Assessed? The Answer: Quarterly
Talent should be assessed every quarter to ensure A-players are developed and C-players are removed quickly. Nothing is more toxic to revenue growth than a complacent sales team. To keep sales...MORE >